CRM TRANSFORMATION IS JUST WHAT THE DOCTOR ORDERED FOR LEADING PHARMACEUTICAL COMPANY

Pharmaceutical

CRM TRANSFORMATION IS JUST WHAT THE DOCTOR ORDERED FOR LEADING PHARMACEUTICAL COMPANY

The Challenge

A global pharmaceutical company with a volume-based sales model came to Ness seeking to decrease inefficiencies and increase revenue.

They spent significant time onboarding new customers through complex contract processes and working with several internal departments. Additionally, they spent significant time calculating sales discounts per individual customer because of the inability to forecast sales plans online for individual customers. Due to these long and disjointed processes, the client required more resources and potential revenue was booked later resulting in smaller YoY sales volume.

The Solution

Ness designed and delivered a single integrated dashboard view of the global business units, territories, customers, and partners. Additionally, as the customer sales model is volume sales, Ness developed custom metrics per customer, involving custom plans, current volume, and annual discount calculation. Ultimately, real-time forecasting for the client.

The Results

As a result, the onboarding time per customer has decreased from an average of 8 days to 6.5 days in six months. Additionally, via proactive sales actions, thanks to real-time forecasting, the customer YoY revenue increased by 15% for the direct business group.